Growth Y/Y20158,591 gb202040,026 gbCloud ManagementMobile SolutionsSocialAnalyticsSMAC: The new technology requirementsTransforming SIM products to be SMAC capableInformation managementEndpoint managementPerformance managementData protectionAzure managementConsistent UI/UX designUniformed security best practicesCommon data respositories and analytic frameworkSingle Dev/Ops for continuous integration and continuous deploymentEight steps towards the new product successRe-build the teamAnalyze the gapsBet for the futureDefine the MSPsValidate the customersMake trade-offsDeploy resourcesSprintWe are hereBreakRenewals kickoff presentationMarc SteinLeslie Cain - complete review of licenses in renewals at Bank of AmericaThrough numerous call and emails the final license count and an agreement on a 3 year, 2 year and annual renewal. (3 Deals closed) Through teaming, the deal moved from 1.2M to 2.9M renewal with DFS facilitating the annual payments for the 2 and 3 year renewal. 3 year (upfront) total: $318,290.20Cleared customer confusion on the licensing model (socket vs. host and the different flavors of Foglight involved with the renewal).Renewals collaborated with Peter Dellaportas from the new license team.Collaboration efforts helped sell the value of the multi-year proposal. The customers initial option was to renew annually. Kristi engaged Chris Lorimer (DFS Account Executive), Marc Sciocchetti (Dell GAM), and Nathan Mattson (G500 Account Manager) to present a 3 year option with annual payments. Rep: Jason Nordendale Account Manager

Deal Value: $317,441.50Note: This was the largest deal for my team all year. Key player in the deal was the Account Manager Jason Nordendale. He played a key role in bringing this one across the finish line before the end of Q3.Teamwork with Core Sales: Jason NordendalOne teamProduct RoadmapEngineering the visionJieming ZhuWrap Up30 minutesFY17 business planLarry HumphriesTom Joyce3,500

FY16 SIM resultsFY16 SIM North America resultsThen...MainframeThe internetMiniClient serverOpportunitiesWhat else?WinsIt's time for changeHelp, hard work, togetherPartner you can count onGlobal scale1,000 engineers With deep expertiseTurn intellectual properties into new products for the next platformTom JoyceSIM business strategy and visionVice President, General Manager,System & Information ManagementWelcomeOne teamIt's timeVenturing into a great unknownBig betsOne team